John Colantuoni

John Colantuoni asked about the expected relative contribution of dealer count and CarSid to CarGurus' revenue outlook for the quarter and year. He also sought insights into the drivers behind the three-year high in dealer retention and its impact on customer gains and monetization.

Answer

CEO Jason Trevisan explained that CarGurus optimizes for Monthly Recurring Revenue (MRR) and actual revenue, noting that faster rooftop growth can dampen CarSid even with strong underlying levers. President and COO Sam Zales attributed record retention to clear ROI for customers, lead growth (quantity and quality), the addition of dealer performance partners, and new software/data tools like Price Vantage and Dealer Data Insights, which embed CarGurus into dealership operations.

John Colantuoni asked about the expected relative contribution of dealer count and QARSD to the revenue outlook. He also sought insights into the drivers of CarGurus' record-high dealer retention and its implications for future customer gains and monetization.

Answer

Jason Trevisan, Chief Executive Officer, stated that CarGurus does not break out revenue outlook by QARSD and rooftops, but noted the inverse relationship where faster rooftop growth can dampen QARSD, and that the company optimizes for Monthly Recurring Revenue (MRR). Sam Zales, President and Chief Operating Officer, attributed record retention to clear ROI for dealers, growth in lead quantity and quality, the addition of a dealer performance partner group for best practices, and new software/data tools like Price Vantage and Dealer Data Insights, which embed CarGurus into dealership operations as a 'profit maximization engine'.

John Colantuoni asked about channel trends, noting that while app GMS was up nearly 7%, website GMS implied a decline of around 5%. He inquired about opportunities to accelerate website growth and how normalizing competition in performance marketing channels might impact this approach.

Answer

CEO Kruti Patel Goyal emphasized that the app is Etsy's most valuable platform, with app users having a 40% higher lifetime value (LTV) due to increased visits, deeper engagement, and higher conversion rates. She stated that there is significant runway to continue investing in the app to make it more personalized, discovery-oriented, and engaging, and to leverage owned channels to drive more users to the app. Kruti highlighted that the app currently accounts for 46% of GMS, suggesting substantial headroom for growth compared to other marketplaces where app GMS can reach nearly 90%.

John Colantuoni asked about Etsy's channel trends, noting that while app GMS grew, website GMS likely declined. He inquired about opportunities to accelerate website growth and how normalized competition in performance marketing channels might influence this acceleration.

Answer

CEO Kruti Patel Goyal highlighted the app as Etsy's most valuable platform, with app users demonstrating 40% higher lifetime value, greater visit frequency, deeper engagement, and higher conversion rates. She emphasized the significant runway to further invest in app personalization and discovery, and to drive more users to the app, noting that the app currently accounts for 46% of total GMS, indicating substantial growth potential.

John Colantuoni asked about the drivers behind the sequential improvement in Etsy's GMS trajectory and the rationale for managing the core marketplace to a high-twenties EBITDA margin, which is below the prior 30%-plus target.

Answer

CEO Josh Silverman attributed the GMS improvement to enhanced app experiences, personalized owned marketing channels, increased paid social investment, and PLA martech improvements, alongside stable consumer spending. CFO Lanny Baker clarified that the high-twenties margin reflects near-term investments in growth initiatives like the app and machine learning, and that the long-term profitability outlook for the core marketplace remains strong and highly attractive as growth returns.

John Colantuoni asked which consumer experience improvements are expected to contribute most to GMS recovery and for examples of investments focused on generating near-term GMS wins.

Answer

CEO Josh Silverman outlined a dual approach. For near-term GMS, dedicated 'value capture' squads will focus on conversion driving, including optimizing newly launched surfaces and applying ML to lower-funnel marketing. For the medium-term, he emphasized improving browsing experiences to gather more user data for personalization and enhancing quality signals using LLMs to identify and elevate the most unique and artisanal items on the platform, which he believes will drive frequency and loyalty.

John Colantuoni asked about the moderation in Asia Pacific's nights growth, the region's future growth opportunity, and whether services and experiences are helping acquire new customers for accommodations.

Answer

Ellie Mertz, CFO of Airbnb, noted stable overall growth in APAC but highlighted significant opportunities in nascent markets like India and Southeast Asia, with India showing 50% growth in the last quarter. She confirmed that 50% of experience bookings come from guests not attached to a home booking, indicating a new customer acquisition channel and potential for higher frequency usage. Brian Chesky, Co-founder and CEO, added that new offerings aim to be strong alone but better together, creating synergy across the platform.

John Colantuoni inquired about the moderation of nights growth in the Asia Pacific region, the future growth opportunity there, and whether services and experiences are effectively acquiring new customers for accommodations, especially given that over half of experience bookings are unattached to home bookings.

Answer

Ellie Mertz, CFO of Airbnb, stated that APAC growth was stable in 2025, with significant opportunities in nascent markets like India and Southeast Asia, and strong performance in focused markets like domestic Japan and India (50% growth in Q4). Brian Chesky, Co-founder and CEO, added that unattached experience bookings represent an exciting opportunity to convert new segments of guests to home bookings and increase app frequency, citing local Parisian engagement with Airbnb Originals experiences.

John Colantuoni asked about Airbnb's approach to building inventory for Experiences, specifically how it balances curating high-quality, differentiated supply with the need to build scale.

Answer

CEO Brian Chesky emphasized a strong focus on quality, stating that every Experience is vetted before going live, resulting in a higher average rating (4.93 stars) than homes (4.8 stars). He explained that Airbnb uses a sophisticated vetting operation with third-party vendors to check credentials and licenses, a process he believes is scalable and crucial for building customer trust.

John Colantuoni asked about the trend of business momentum throughout Q1 and into April, and how growth in expansion markets this quarter compared to the strength seen in the previous quarter.

Answer

CFO Ellie Mertz described Q1 as volatile, with a strong January followed by a soft February that rebounded in March. She noted that while headlines are volatile, this pattern shows consumers may pause but still follow through with bookings. For expansion markets, she highlighted that Latin America's growth accelerated from 2024 and its Q1 growth was above the prior year's Q1, demonstrating sustainable momentum from localization efforts.

John Colantuoni asked how Airbnb plans to evolve its search and discovery to layer in new services without hurting conversion on accommodations. He also asked about the opportunity to use new services to create a flywheel effect for customer acquisition and lifetime value.

Answer

CFO Ellie Mertz explained that new offerings will be merchandised mindfully based on the guest journey, personalization, and timing to avoid disrupting the core booking flow. She confirmed that a key criterion for new businesses is their ability to create a flywheel, making the core offering better, encouraging more frequent bookings, and increasing overall app engagement.

John Colantuoni asked about the relaunch of the Experiences offering, specifically questioning the expected pace of expansion, its scalability, and the level of investment planned for technology and marketing to support it.

Answer

CEO Brian Chesky asserted that the offering can be both unique and scalable, noting that most of the foundational technology investments to create an extensible platform have already been made. He explained that marketing will be integrated under the main Airbnb brand as a 'branded house,' avoiding the need for major, separate campaigns. While there will be investment, he stressed it would not require the company to go 'deep into the red.'

John Colantuoni sought an update on the Zillow Pro rollout, including early learnings on its impact on lead conversion and agent CRM adoption. He also asked if Zillow's guidance approach has shifted towards aiming closer to the high end rather than consistently beating it.

Answer

CEO Jeremy Wacksman stated that Zillow Pro is in beta testing with a nationwide expansion planned for the second half of the year, expecting it to boost Follow Up Boss growth and efficacy. CFO Jeremy Hofmann clarified that Zillow's guidance approach has always aimed to be as accurate as possible, with improved forecasting leading to closer alignment with the high end in recent quarters.

John Colantuoni requested an update on the Zillow Pro rollout, including early learnings on lead conversion and agent CRM adoption, and asked if Zillow's guidance approach has shifted to aiming closer to the high end rather than consistently beating it.

Answer

CEO Jeremy Wacksman explained that Zillow Pro is currently in beta testing with a nationwide expansion planned for the second half of the year. He noted it's a membership bundle designed to help agents run their entire business, including leveraging Follow Up Boss, and is expected to improve CRM efficacy and conversion. CFO Jeremy Hofmann clarified that Zillow's guidance approach aims to be as accurate as possible, with improved forecasting leading to results closer to the high end, and noted higher legal expenses impacted Q4 results.

John Colantuoni inquired about the lead conversion performance of Real-Time Touring compared to other connection types and whether its rollout is accelerating agent transitions to the Flex model, potentially boosting revenue.

Answer

CEO Jeremy Wacksman stated that while specific conversion data for Real-Time Touring isn't broken out, touring customers in general convert at three times the rate of other leads. He noted that Real-Time Touring will exceed 25% of connections by year-end and is contributing to overall conversion improvements. Wacksman clarified that Real-Time Touring is available across both payment models and is focused on identifying high-intent customers for top-tier agent partners.

John Colantuoni inquired about Real-Time Touring, asking for specifics on its lead conversion rates compared to other connection types and whether its rollout is driving more agents to the Flex model, creating a revenue tailwind.

Answer

CEO Jeremy Wacksman explained that while specific conversion data for Real-Time Touring isn't broken out, touring customers in general convert at a 3x higher rate. He noted Real-Time Touring is on track to exceed 25% of connections and is available across both Flex and traditional payment models, emphasizing its primary role is to identify high-intent customers for top-performing agents.

John Colantuoni of Jefferies sought to understand the Q3 residential outlook, questioning the market growth assumption and why Zillow's guidance appeared to imply underperformance relative to the market.

Answer

CFO Jeremy Hofmann clarified that Zillow's customer base indexes more toward the mortgage market, which is underperforming the broader housing market. He emphasized focusing on the company's consistent, significant outperformance versus the industry over the last two years and reiterated confidence in achieving double-digit total company revenue growth for 2024, driven by strong execution of their strategic initiatives.

John Colantuoni inquired about the impact of increased user engagement with Reddit Answers and search on monetization in the near and long term, and the specific contribution of pricing to revenue growth, its drivers, and future trends.

Answer

Jen Wong, COO, noted that Reddit Answers and search are currently unmonetized surfaces but represent a significant future opportunity, as search behavior is incremental and often high-intent. She explained that pricing was a growth driver, driven by Reddit's strategy to deliver more valuable marketing outcomes per impression, increasing click-through and conversion rates, with ROAS and measurement being key to supporting these gains.

John Colantuoni asked about the impact of increased user engagement with Reddit Answers and search on monetization, both in the near and long term, given that ad products in search are still nascent. He also asked Jen Wong to quantify pricing's contribution to revenue growth and whether it will continue to grow, impacting advertiser adoption.

Answer

Jen Wong, COO, explained that Reddit Answers and search currently don't have direct monetization but represent a significant future opportunity due to high-intent user behavior. She stated that pricing was a growth driver, driven by delivering more valuable marketing outcomes per impression, increasing click-through rates and conversions, and that measurement is key to demonstrating Reddit's unique value.

John Colantuoni asked for perspective on the relative contribution of various advertising drivers over the next 1-2 years and for an update on the progress of scaling Dynamic Product Ads (DPAs).

Answer

COO Jen Wong identified three key growth drivers with significant runway: the scaled channel (SMBs), performance objectives, and international markets. On DPAs, she noted they are in early beta testing but are showing encouraging results, with a 90% ROAS gain in tests, and the focus is on improving ML models and product catalog ingestion.

John Colantuoni of Jefferies asked if conversation ads are still creating pricing headwinds and inquired about the impact on pricing from the adoption and reception of newer premium conversation ad formats.

Answer

COO Jen Wong acknowledged that the newer conversation placement still has less demand than the feed, which can affect pricing. However, she noted that tools like multi-placement optimization are helping grow demand by fluidly optimizing advertiser spend across surfaces to achieve outcomes, familiarizing advertisers with the unit's performance.

John Colantoni with Jefferies inquired about the long-term potential of Uber's delivery advertising business, including key growth opportunities and an update on penetration targets, and also asked about the drivers behind the accelerating delivery growth and its sustainability in coming quarters.

Answer

Balaji Krishnamurthy, Incoming CFO of Uber Technologies, stated that the delivery advertising opportunity is much larger than the previously targeted 2% penetration, with SMB ad penetration already higher and enterprise advertising now outpacing SMBs. He also noted nascent opportunities in grocery, retail, and mobility advertising. Dara Khosrowshahi, CEO, identified five drivers for delivery growth: expanding selection (especially in less dense U.S. markets and SMBs), growth in less dense areas (faster than dense areas), new products (grocery and retail, with new partnerships like Coles), membership (46 million members, growing over 50%, contributing nearly 50% of gross bookings), and international expansion (e.g., U.K., Germany, Japan).

John Colantuoni asked about the long-term potential of Uber's delivery advertising business, given its impressive growth and exceeding prior penetration targets, and the key opportunities for continued fast growth. He also inquired about the drivers behind the accelerating delivery growth and its sustainability in coming quarters.

Answer

Incoming CFO Balaji Krishnamurthy stated that the prior 2% penetration target for delivery advertising is now considered too low, with a much larger opportunity size. He noted that SMB ad penetration is already higher, and enterprise advertising growth is now outpacing SMBs, indicating significant runway, especially as nascent grocery, retail, and mobility ads grow. CEO Dara Khosrowshahi outlined five drivers for delivery growth: expanding selection (still 30-40% of addressable market in many countries), growth in less dense areas (faster growth than dense areas), new products (grocery and retail, with new partnerships like Coles in Australia), membership (46 million members, growing over 50%, contributing nearly 50% of gross bookings), and continued international expansion where Uber Eats has a structural advantage.

John Colantuoni asked about the key capabilities provided by the Toast partnership and its alignment with Uber's broader strategy for leveraging partnerships to drive growth and profitability. He also questioned the rationale behind shifting non-GAAP metrics from adjusted EBITDA to adjusted operating income.

Answer

CEO Dara Khosrowshahi highlighted the Toast partnership's benefits, including seamless integration for restaurants on Eats, simplified menu and picture uploads, and mutual international growth opportunities. CFO Prashanth Mahendra-Rajah explained that the shift to adjusted EPS and adjusted operating income reflects Uber's growth and maturity, providing better comparability for investors and holding line-of-business leaders accountable for real costs like depreciation and stock-based compensation.

John Colantuoni asked about the key capabilities of the Toast partnership and its role in Uber's growth and profitability framework. He also questioned the rationale behind shifting non-GAAP metrics from adjusted EBITDA to adjusted operating income and if this reflects increased capital investments in autonomous vehicles.

Answer

CEO Dara Khosrowshahi expressed satisfaction with the Toast partnership, highlighting seamless integration for restaurants on Eats, simplified menu/picture uploads, and marketing, which saves time for entrepreneurs. He also noted Uber's aim to help Toast grow its international presence. CFO Prashanth Mahendra-Rajah explained the non-GAAP metric shift reflects Uber's growth and maturity, aiming for better comparability with an adjusted EPS model. He stated it acknowledges real costs like depreciation, software amortization, and stock-based compensation, and helps LOB leaders consider these costs in investment decisions, calling it an appropriate evolution for the company.

John Colantuoni asked about the impact of the elimination of federal EV tax credits on used EV demand, how Carvana is adjusting to minimize effects on growth, and the results from Carvana's first physical dealership acquisition, questioning if this signals a future investment area.

Answer

Ernie Garcia, Chief Executive Officer, confirmed that the expiration of EV tax credits shifted customer preference, but Carvana's system naturally adapted, leading to a reduction in EV purchases without a noticeable change in aggregate demand. He reiterated Carvana's belief in EVs for the long term. Regarding the second franchise dealership acquisition, he stated it's too early to comment on results or future investment plans, with the focus remaining on the core business.

John Colantuoni asked about the impact of the elimination of federal EV tax credits on used EV demand, how Carvana is adjusting, and the results from its first physical dealership acquisition, including potential future investment in this area.

Answer

Ernie Garcia, Chief Executive Officer, confirmed that the expiration of EV tax credits shifted customer preference, leading to a reduction in EV purchases, but noted that Carvana's system naturally adapts, and the impact is not noticeable in overall numbers. He reiterated Carvana's long-term belief in EVs. Regarding physical dealerships, he stated it's 'early' and 'premature to comment,' with the focus remaining on the core business.

John Colantuoni asked how Carvana plans to generate the massive incremental consumer demand required to reach 3 million annual units and how it will maintain operational efficiency during such rapid scaling.

Answer

CEO Ernie Garcia explained that operationally, the growth is manageable as it will be spread across an expanding network of facilities, keeping the per-location ramp rate in line with historical achievements. On the demand side, he argued that demand has not been the primary constraint on growth. He believes the company's superior and stable offering, enhanced by the network effects of scale (e.g., better selection, faster delivery), will continue to drive sufficient demand to capture share in the large used car market.

John Colantuoni from Jefferies asked about the key learnings from the sequential ramp of the retail marketplace in Q4 and its potential to become a more meaningful part of unit sales over time.

Answer

CEO Ernie Garcia explained that the marketplace's fundamental role is to create a more efficient channel from a car's previous owner to its next, leveraging Carvana's unique reconditioning and wholesale assets at ADESA sites. He emphasized that building this foundational capability is a long-term project that requires significant work to scale but serves a very large potential market and deepens their vertical integration.

An analyst on behalf of John Colantuoni at Jefferies noted a potential slowdown in ACV's unit volume growth relative to the industry and asked for the drivers of this change, as well as the contribution from commercial units in Q2.

Answer

CEO George Chamoun suggested that annual performance is a better indicator of market share gains than quarterly fluctuations. CFO Bill Zarella added that their guidance for mid-teens share gains for the year is intact, even with a more conservative flat-to-down market assumption. Regarding commercial, Chamoun reported they are in the very early stages but celebrated a key milestone: selling the first vehicle on their new commercial platform at the Houston greenfield location.

John Colantuoni asked if the implied mid-teens organic unit growth is a normalized level for ACV, what key vectors could unlock further growth, and for perspective on the competitive threat from Carvana's ADESA Clear.

Answer

CFO Bill Zerella confirmed the mid-teens unit growth assumption is consistent with recent years' market share gains. CEO George Chamoun identified two potential upside vectors: a better-than-expected wholesale market and faster adoption of ACV's new value-added services like AI-powered pricing tools. On competition, Chamoun emphasized ACV's position as a neutral, independent partner with a broad suite of offerings, suggesting dealers will prefer partnering with them over competitors like the one mentioned.

John Colantuoni requested an update on geographic expansion into newer markets like Texas, the timeline to achieve market density, and the current status of previously discussed plans for entering Canada.

Answer

CEO George Chamoun highlighted Texas as a key success story, with some of the company's highest year-over-year gains, demonstrating successful expansion beyond its East Coast stronghold. He noted that new products like ClearCar are aiding this expansion. Interestingly, he revealed that while Canada was an early consideration, ACV has been pulled into European markets first by partners and will pursue an asset-light, self-inspection model there.

John Colantuoni asked about the drivers behind the increase in average order value (AOV) across U.S. restaurants, international, and grocery. He also requested clarification on how much foreign exchange (FX) is impacting the GOV guidance.

Answer

CFO Ravi Inukonda attributed the AOV increase primarily to a mix shift toward the growing grocery business, where basket sizes are increasing as consumers become more habituated. He noted that restaurant AOV has been stable. For FX, he stated there was a roughly 1% impact on year-over-year GOV growth in Q1, and some impact is embedded in the Q2 guidance.

John Colantuoni inquired about the drivers of sales and marketing leverage, particularly the contribution from Dasher incentives, and its potential for future margin expansion. He also asked about the importance of large-basket weekly grocery shops for long-term profitability.

Answer

CFO Ravi Inukonda explained that S&M leverage stems from product improvements that boost Dasher and consumer retention, reducing acquisition costs, and expects this trend to continue at a slower pace. CEO Tony Xu stated that large grocery baskets are 'cherries on top' and not required to make the grocery business model work, thanks to DoorDash's low-cost logistics structure. Ravi Inukonda added that the company's advantage is its ability to serve all basket sizes profitably.

On behalf of John Colantuoni from Jefferies Financial Group Inc., Vincent Kardos asked for details on the improvements to the inspection process and their financial impact, as well as the margin profile and tariff risk for the growing Renovate business.

Answer

CEO Brian Bair explained the inspection process is faster because customers can now instantly schedule appointments at their convenience using a wider pool of internal and external talent, which is increasing engagement and conversion. Regarding Renovate, CFO Peter Knag reiterated its 20-30% margin profile, which is being maintained as it scales. Brian Bair added that they are not yet seeing a significant impact from tariffs on renovation costs.

John Colantuoni inquired about the specifics of Offerpad's expanded buy box, the systems and processes providing confidence for faster growth, and details on the simplified consumer offer process.

Answer

CEO Brian Bair explained that the company is expanding its buy box to higher price points, from a previous focus of $200k-$500k to a new range of $250k-$700k, to target move-up buyers with existing equity. Bair connected this to a new, streamlined offer process where customers receive a price range in minutes and can instantly schedule an inspection. This enhancement provides Offerpad with better visibility into the homes it acquires, supporting higher price points and creating opportunities to discuss other products with sellers in person.

John Colantuoni of Jefferies asked for more detail on the incrementality of Max subscribers and whether the tier's gross margin profile has improved with the release of more cost-effective AI models.

Answer

CFO Matt Skaruppa explained that Max's growth is driven by both new-to-paid users and a significant number of upgrades from existing subscribers. He confirmed Max remains a lower gross margin percentage product but delivers higher gross profit dollars, and its margin profile is expected to improve throughout the year as AI costs decline and optimizations are implemented.

John Colantuoni asked how the growing focus on intermediate English learners is expected to evolve Duolingo's approach to marketing and its flexibility for product reinvestment.

Answer

CEO Luis von Ahn explained that the primary challenge is shifting the long-standing word-of-mouth perception that Duolingo is only for beginners. This requires evolving marketing tactics beyond viral social media stunts to more directly communicate the depth of advanced content. CFO Matt Skaruppa added that the company is increasing absolute marketing spend to support this while still achieving operating leverage on the marketing line.

Asked about the economics of the Redfin Next model, including the mix of lead sources and its impact on margins, and for more detail on the unexpected transition costs.

Answer

The mix of lead sources under Redfin Next is as expected, and the company has already made adjustments to the plan to align with its economic targets. The focus is on maximizing profit from Redfin-generated leads. The higher-than-expected transition costs in Q4 were due to program mechanics and base costs being higher than modeled during the national rollout.

Chris, on behalf of John Colantoni at Jefferies, asked about the expected margin profile of the combined business after integrating RepairPal and requested a more granular breakdown of the weakness within the RR&O category.

Answer

CFO David Schwarzbach stated that RepairPal was approximately breakeven on $30 million in revenue and that Yelp aims to leverage its SEO/SEM expertise to drive growth, with more details to come post-closing. COO Jed Nachman clarified that the weakness in RR&O is broad-based across restaurants, retail, and other subcategories due to similar macro pressures.

John Colantuoni asked for the specific impact of the booking window extension on Q3 room night growth and inquired about the investments being made to regain market share in North America.

Answer

CFO Ewout Steenbergen stated that the company does not quantify the booking window's impact but described it as a 'slight benefit' in Q3. He noted that Booking Holdings believes it grew faster than the North American market in Q3, driven by investments in listings, alternative accommodations, brand marketing, and product enhancements, positioning itself as a challenger in the market.